Senior Manager, Sales Planning for CMS

About Us

Job Description

Key Responsibilities

• Sales Operating Model: Support the development of CMS specific client segmentation, taxonomy, and coverage models to support the specialized sellers increase CMS penetration
• Sales Strategy: Build a view of CMS Product Whitespace, new client segments we can sell to, approach to “value based” selling, and package GTM material for sellers across the CMS use cases – Visa Direct Card, Account, Wallet, CurrencyCloud, SMB, LMM, & VAS.
• Sales Pipeline Management: Lead and manage Sales Pipeline Reviews with GCMs and country teams, drive meaningful discussions with sellers to ensure pipeline sufficiency, ensure Dynamics accuracy, and identify client gaps that can help achieve scorecard goals
• Sales Model: Work with global CMS Ops team and to build/ support the regional sales approach to use case selection, opportunity assessment, AANR recognition, AANR validation, and SIP, etc.
• AOP Planning: Lead/ coordinate the sales plan element of the AOP, closely collaborating with CMS sellers, CoE, and BU Business Management teams, drive discussions around AANR to NR, and ensure optimal investment of resources
• Digital Sales Management: Front all Digital Sales conversations in CEMEA to ensure our Visa Direct and Commercial solutions reach T3 clients and beyond, while tracking the work done by DSR and BDRs.
• VIK and MDF Management: Optimize the sales process and build a VIK/ MDF Strategy to increase utilization and transparency within the sales cycle
• Training and Learning: Optimize the sales and account management processes for efficiency, and provide training and development programs to improve seller skills
• Recognition Programs: Manage Infinite Circle and other seller based recognition programs through continuous engagement with the regional Sales Excellence team and global CMS Ops, while ensuring CMS sellers are represented appropriately.
• Process Improvement: Identify and implement efficiencies to reduce sales cycle time, accelerate revenue, and streamline operations.
• This is a hybrid position.
• Expectation of days in the office will be confirmed by your Hiring Manager.

Basic Qualifications

Preferred Qualifications

• 9 or more years of relevant work experience with a Bachelor Degree or 7 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 3 or more years of experience with a PhD
• MBA or equivalent in related field
• 8–10 years experience in management consulting, corporate strategy, banking, or equivalent fields

Key Competencies

• Structured thinker with strong analytical and decision-making skills
• Excellent collaborator, able to influence without authority and rally resources to achieve business goals
• Adaptable and quick learner, comfortable with complexity and ambiguity
• Innovative, able to think outside the box and drive projects to completion
• Attention to detail, supporting recommendations with data and facts
• Strong personal presence and communication skills, both verbal and written
• Self-confident and hands-on, with the ability to operate in a fast paced and constantly changing work environment
• Experience in sales planning or sales roles within B2B organizations, ideally with multi-product solutions
• Experience in and/or significant exposure to the financial services/payments industry required
• Proficiency in analytics tools like Power BI or Tableau
• Global or multi-national business experience strongly preferred
• Proven track record in managing complex projects and implementing sales processes
• Visa is an EEO Employer
• Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.
• Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.